Job Specifications
Join Vonage and help us innovate cloud communications for businesses worldwide!
The Vonage API Partnership Organization is central to Vonage's growth strategy, driving deep operational, technical and commercial integration with the world's leading cloud providers. We execute high-impact initiatives to co-sell, co-innovate, and scale Vonage API solutions globally, transforming how businesses communicate in the digital era.
Why This Job Matters: A Leadership Role in Scaling our API Growth
This is a high-impact, sales-driven execution role critical to Vonage's global scaling, reporting to the Global VP of Strategic Partnerships. You will be the primary execution leader for our strategic Hyperscaler Partnerships, currently focused on AWS with near-term expansion into Microsoft Azure and Google Cloud.
This is not a management role, but it is a critical leadership position with significant room for growth. You will be empowered to define, build, and operationalize the programs needed for success, providing your expertise and driving execution across the entire organization. Your success will be measured by your ability to drive technical execution, influence a complex, matrixed organization, and deliver demonstrable, scaled revenue results from these partnerships.
Key Responsibilities: Define, Build, and Execute for Scale
Own Marketplace Strategy & Execution: Be the internal subject matter expert for Hyperscaler Marketplaces (e.g., AWS Marketplace, Azure Marketplace, Google Cloud Marketplace). Drive the strategy and execution of Vonage's API presence, including product listings, offer management, private offers, and financial reconciliation processes to maximize velocity and revenue.
Build Program & Process from Scratch: Design, implement, and continuously refine the core operational processes and programs required to scale the partnerships. This includes defining robust internal and external mechanisms for co-sell motion, pipeline tracking, deal registration, and field enablement across multiple global regions.
Lead Hyperscaler Scaling Execution: Serve as the primary driver for all tactical and operational initiatives across your assigned Hyperscaler. This involves hands-on management of technical integrations, joint solution launches, compliance, and internal readiness to meet partnership milestones.
Matrixed Organizational Influence & Leadership: Effectively influence and align highly matrixed internal teams (Product, Engineering, Sales, Finance, Legal) across multiple time zones to deliver on joint partnership commitments and accelerate execution timelines. You will lead the execution narrative internally.
Accountability to the Business: Assume ownership and be fully accountable for delivering on the defined business objectives, operational metrics, and revenue targets tied directly to the Hyperscaler partnerships.
Develop a Global Constituency: Build deep, trusted relationships and an internal 'constituency' with key stakeholders within the Hyperscaler's organization (e.g., Partner Development Managers, Technical Leads, Field Sales Leaders) to ensure Vonage maintains mindshare and priority.
Help deliver top of funnel opportunities for our sales teams to co-sell with our hyperscaler partners.
What You'll Bring
Marketplace Program Builder: Proven track record of building and scaling programs specifically related to Hyperscaler Marketplaces, demonstrating a deep understanding of the transaction models, technical requirements, and strategic value of a "sell-through" model.
Deep Hyperscaler Scaling Expertise: Proven track record of executing and scaling a partnership within a major Hyperscaler, such as AWS (preferred), Microsoft Azure, or Google Cloud. Experience with joint go-to-market models and co-sell programs is essential.
Operational Leadership: Demonstrated ability to transition from strategy to execution by designing and implementing efficient, scalable processes that optimize partnership performance and minimize friction points across sales and finance.
Exceptional Cross-Functional Influence: The ability to command respect and drive results by influencing internal and external teams without direct authority. You must be able to align disparate goals across sales, technical, and product teams globally.
Sales Execution Mindset: A proactive, results-oriented approach with a clear focus on driving measurable pipeline, revenue, and partnership ROI.
Technical Literacy: Strong understanding of cloud architecture, APIs, SaaS business models, and CPaaS/CCaaS solutions to credibly engage with both technical and business leaders.
What We'll Bring
World Class Partner Offerings; Comms and Identity capabilities designed for ISV, Hyperscaler, CSP, GSI/SI and Dev Ecosystem partners.
Incredibly engaged Product, Marketing, Operations and Leadership teams invested in your outcomes.
Hyperscaler Partnerships are a key component of our Growth Strategy, we will equip you with the team and tools to execute.
Competitiv
About the Company
We’re making communications more flexible, intelligent, and personal, to help enterprises the world over stay ahead. We provide unified communications, contact centers and programmable communications APIs, built on the world's most flexible cloud communications platform.
Vonage was founded in 2001 and became a wholly-owned subsidiary of Ericsson in 2022. Vonage is headquartered in Holmdel, New Jersey.
We hope you'll join the conversation with us and welcome your feedback. However, we reserve the right to remove comments t...
Know more